The Influence of Past Negotiations on Negotiation Counterpart Preferences

The Influence of Past Negotiations on Negotiation Counterpart Preferences

Choosing the right counterpart can have a significant impact on negotiation success. Unfortunately, little research has studied such negotiation counterpart decisions. Three studies examined the influence of past negotiations on preferences to negotiate again with a counterpart. Study 1 found that t...

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Bibliographic Details
Main Author: REB, Jochen
Format: text
Language:English
Published: Institutional Knowledge at Singapore Management University 2008
Subjects:
Interpersonal liking
Negotiation
Negotiation bias
Negotiation counterpart decision
Negotiation counterpart preference
Negotiation preparation
Organizational Behavior and Theory
Online Access:https://ink.library.smu.edu.sg/lkcsb_research/1000
https://ink.library.smu.edu.sg/context/lkcsb_research/article/1999/viewcontent/NCP_JochenReb.pdf
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Institution: Singapore Management University
Language: English

Internet

https://ink.library.smu.edu.sg/lkcsb_research/1000
https://ink.library.smu.edu.sg/context/lkcsb_research/article/1999/viewcontent/NCP_JochenReb.pdf

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